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lead scoring

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According to various sources (SiriusDecision, SpearMarketing) about 66% of B2B marketers leverage behavioral lead scoring. Nowadays we rarely encounter a marketing platform that doesn’t offer at least point based scoring capabilities out of the box. However, this report by Spear Marketing reveals that only 50% of those scores include an expiration scheme. A dire consequence is that once a lead has reached a certain engagement threshold, the score will not degrade. As put it in…

99% of the B2B SaaS companies I talk to don’t segment their free trial users. This is a shame because we all know our trial users can be very different from one another. For example, have you heard of accidental users? Those users signed up thinking your products was doing something else and leave soon after realizing their mistake (much more common than what you might think!). Or what about tire-kickers? Yes, a surprisingly large number of people like to…

I was trying to write a title as pompous and with as many buzz words as possible and I do believe I’m close. Who knows we might even get featured on TechCrunch with these ramblings on how “big data” is enabling the ultimate phase of the B2B sales & marketing revolution… Over the past few weeks at MadKudu, we’ve run a thorough retrospective on 2016 to flesh out what we’ve learnt, which hypotheses were validated,…

Last week I had the pleasure of being invited to speak about B2B SaaS Sales on Livestorm’s podcast. In the interview I discussed how, at MadKudu, we led our research for our Ideal Customer, how we’ve kept on refining it and how it helped shape our business. Here’s the full interview : And here’s the transcript (a big thank you to Livestorm) Hi Francis, first, could you tell us what is MadKudu and how you…

A couple weeks ago I attended a Point Nine and Algolia happy hour in Dublin. The premise was on point with a recurring question we deal with on a daily basis when it comes to software: “Should you buy versus build internal solutions?” Many at the event shared the story of an in-house solution turning into a big costly distraction for their team. The main culprit? The decision to build in house was taken lightly…